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The Only Negotiation Book You'll Ever Need

Book Description

Negotiate your way through any deal!

In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and spin obstacles to your advantage. You'll also build long-term relationships and win your deals without ever having to give in.

With The Only Negotiation Book You'll Ever Need, you'll finally be able to find a negotiation style that helps you get the outcome you want--every time!

Table of Contents

  1. Cover
  2. Title Page
  3. Contents
  4. Introduction
  5. Chapter 1: The Split-Second Imperative
    1. Danger—Fast Track Ahead
    2. Technology Gamechangers
    3. Do It Yourself
    4. Negotiating Is All Around Us
  6. Chapter 2: Why Negotiate?
    1. Bartering Back Through Time
    2. From Bargaining to Negotiating
    3. The Difference Between Bargaining and Negotiating
    4. The Negotiating Game
    5. Types of Negotiation
    6. The Reasons Why
    7. When They Don’t Want to Play
    8. If You Don’t Think Negotiating Is Part of Your Life...
  7. Chapter 3: Prepare the Ground
    1. Know Yourself and Your Goals
    2. Know Your Opponent
    3. Background Information
    4. Analyze Your Alternatives
    5. The Meeting Itself
  8. Chapter 4: Find Your Negotiating Style
    1. The Intimidator
    2. The Flatterer
    3. The Seducer
    4. The Complainer
    5. The Arguer
    6. The Logical Thinker
    7. Negotiating Personalities
    8. Aggressive and Dominating
    9. Passive and Submissive
    10. Logical and Analytical
    11. Friendly and Collaborative
    12. Evasive and Uncooperative
    13. Expressive and Communicative
  9. Chapter 5: Developing a Tactical Toolkit
    1. Good Cop/Bad Cop
    2. Shills and Decoys
    3. The Straw-Man Technique
    4. Taken by Surprise
    5. Add-ons and Nibbling
    6. Additional Techniques
    7. When You’re the Underdog
    8. If You’re Not Ready Yet
  10. Chapter 6: A Day at the Theater
    1. Playing Dumb
    2. Conducting Interrogations
    3. Talking, Talking, and More Talking
    4. A Shouting Match
    5. Emotional Outbursts
    6. Blatant Mistreatment
    7. About Body Language
    8. Unconscious Behavior
    9. Universal Gestures
    10. Mirroring Your Counterpart
    11. Reading and Sending Appropriate Signals
    12. Using and Interpreting Silence
  11. Chapter 7: Avoiding Common Negotiating Pitfalls
    1. Dealing with Difficult People
    2. Choose Words Carefully
    3. Letting Stress Take Over
    4. Know What Sets You Off
    5. Mishandling Concessions
    6. Closing Mistakes
    7. Risk Management for Negotiators
    8. Keeping Objectives in Focus
  12. Chapter 8: High-Pressure Negotiating Tactics
    1. Unrealistic First Offer
    2. “One Time Only” Offer
    3. Delay of Game
    4. The Bottom Line
    5. False Concessions
    6. The First Offer
    7. Using Competition as Leverage
    8. Deadlines—For Better or for Worse
  13. Chapter 9: When to Close, and When to Walk Away
    1. Solving Unequal Bargaining Problems
    2. One Winner, One Loser
    3. When No One Wins
    4. Knowing When to Opt Out
    5. Clinching the Deal
    6. Knowing What to Expect
    7. When and How to Close
    8. What’s Stopping You?
    9. Extras and Perks
    10. Starting with the End in Mind
    11. The Moment of Glory
  14. Chapter 10: Under Contract
    1. Elements of a Contract
    2. In Charge of Writing
    3. Hammering Out the Details
    4. Reviewing the Contract
    5. Meeting of Minds
    6. Contract Remedies
    7. Breach of Contract
    8. Good Faith or Bad Faith?
    9. Alternative Dispute Resolutions
  15. Chapter 11: Negotiating for the Long Term
    1. Building Trust
    2. A Collaborative Effort
    3. Putting Ideas Into Practice
    4. Enduring Relationships
    5. Improving Your Skills
    6. Your Report Card of Success
    7. Enjoying the Ride
  16. Appendix: Sample Negotiation Scripts
  17. Copyright